Account Director

Summary

Join TRM Labs, a blockchain intelligence company, as an Account Director for North American Crypto. Expand and strengthen TRM's presence among crypto-first companies by owning the entire sales process with new and existing clients. You will connect with stakeholders, spearhead the adoption of blockchain intelligence solutions, build long-term client value, and develop a territory strategy to exceed quota. Become a subject matter expert in TRM's products and use cases, gather market insights, and build a strong customer base. This role requires 6-10+ years of B2B SaaS experience, ideally in crypto or similar fast-moving sectors, and deep familiarity with the crypto ecosystem.

Requirements

• 6–10+ years of B2B SaaS experience, ideally selling into crypto or other fast-moving verticals with technical stakeholders
• Deep familiarity with the crypto ecosystem — players, segments (e.g., CEXs, DeFi, infra), and challenges
• Strong customer-facing skills — you can engage with executives, influence decisions, and run compelling demos
• Strong discovery and storytelling capabilities — you adapt your pitch to resonate with specific mission needs
• ���Farmer meets hunter” — you enjoy building authentic relationships, discovering new use cases, and closing
• Autonomous and adaptable — you operate with urgency, clarity, and comfort in ambiguity
• Excellent written and verbal communication — you can explain technical ideas in a way that resonates
• Collaborative and cross-functional — you’re excited to partner with product, marketing, compliance, and legal to win deals and improve the customer experience

Responsibilities

• Connect with new and existing stakeholders across your territory — identify who holds budgets, who makes and influences decisions, and where TRM can help accelerate their crypto risk and compliance capabilities
• Spearhead adoption of blockchain intelligence solutions within crypto-native workflows — driving intimate understanding of how customers apply TRM tools, and proactively finding ways to increase impact
• Own, plan, execute, and quarterback activities to build long-term client value: nurture relationships, close renewals and expansions, drive referrals, and strengthen product feedback loops
• Develop and execute a clear territory strategy to meet and exceed quota ($1.5M new business, pro-rated) and discover new growth opportunities within the crypto ecosystem
• Become a subject matter expert in TRM’s products and key use cases across crypto segments — enriching every touchpoint from first call to demo to advisory sessions and innovation workshops
• Actively gather and prioritize market insights and customer feedback to shape product roadmap and go-to-market motion
• Build a roster of raving fans and happy customers who champion TRM and refer new logos
• Rapid Opportunity Assessment : You’ll quickly qualify or disqualify leads to protect focus — building more than $500k in qualified pipeline each month focused on future quarters
• Sales Campaigns : You’ll own two new outbound or channel campaigns per month to generate in-quarter and long-term pipeline momentum
• Territory Strategy : You’ll maintain and iterate a strategic sales plan across Tier 1 crypto accounts and prospects, revisiting monthly to maximize territory impact

Preferred Qualifications

Familiarity with AML, KYC, and crypto regulatory frameworks is a plus

Benefits

• Work alongside top experts and learn every day
• Embrace a growth mindset with development opportunities tailored to your role
• Take on high-impact challenges in a fast-paced, collaborative environment
• As a remote-first company, TRM Labs is built for global collaboration